Should you ask questions in negotiation?
Should you ask questions in negotiation? — what studies show, and what they don't.
The research
Leigh Thompson (1991, JESP) finds seeking information about priorities improves judgment and joint gains.
The limit
Simulated negotiations. (our executive and employee training programmes)
Practical check in Neuchâtel
Prepare three questions about the other side's priorities. To go further: explore the Advanced Negotiation training in Neuchâtel, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Neuchâtel
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